Description
Answer the following questions
- What role does personal selling play in integrated marketing communications? (Your response should consist of at least 75 words.)
- Determine when a sales manager would use a strategic account organization structure? When would it not be appropriate? (Your response should consist of at least 75 words.)
- What are important elements of the design of sales territories? What can be the impact of a poorly designed territory? (Your response should consist of at least 75 words.)
- Explain the importance of sales territories from the standpoint of the sales organization. (Your response should consist of at least 75 words.)
Explanation & Answer
Attached.
Running Head: PERSONAL SELLING AND SALES TERRITORIES
Personal Selling and Sales Territories
Name
Institution Affiliation
Date
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PERSONAL SELLING AND SALES TERRITORIES
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Role of Personal Selling in Integrated Marketing Communications
Marketing Communications’ primary role is to engage audiences and promote both the
organization and what it offers via various communication tools. It recognizes the increasing role
that an organization plays in the process of marketing and what organizational factors can impact
on consumers’ mind. Personal selling utilizes in-person interactions to sell services and products
by sales representatives, who act as the personal connection between a service or product or a
company and the buyer (Hanstén S., 2009). Personal selling not only informs potential customers
regarding the products or services but the salespersons also use their power to persuade and
remind customers of the characteristics of products, service characteristics,...
